Introduction
Hi! I’m Max, a professional career coach.
A question for you to consider – what is the core difference in military campaigns that decides the winning and losing side?
The answer: Preparation.
The gathering of strategic intelligence and resources coupled with effective analysis and planning is the launching pad for a successful campaign. Likewise in business, sport, and even raising children, strategic analysis enables us to be deliberate, non-reactive and most importantly, significantly increases the chances of achieving our desired outcomes.
Today you will be treated like a military general, and today’s reading will focus on three core strategy components that have come from my time working with some of Australia’s top-performing executives. Note, that these components are simple but powerful. If you have an upcoming meeting, follow along closely here.
Strategic Component Number One) Have A Clear Strategic Intention
The strategic intention is absolutely critical. To know exactly what it is you are after in this meeting, and why it is happening is the beginning of a successful meeting. For example, is it to inform? Is it to close a deal? Is it to build trust?
Once you have the strategic intent clear, go deeper with it. Actually, picture in your mind the outcome that you are seeking. Picture the potential client actually signing the contract to work with you, picture the meeting room and the furniture, imagine shaking hands at the end and the look on their face, feel into that moment. The human nervous system is incredible in that it doesn’t recognize what is real and what is imagined, so I would challenge you to say that if you can’t imagine it happening, the chances of it happening, in reality, are slim.
Clarify your strategic intent. See it. Feel it. Then let’s move on to how to achieve it.
Strategic Component Number Two) Concentrate Your Forces
When it comes to effective communication – less is more. Being a military general, you must concentrate your forces at a precise point to win your campaign. Likewise in your meetings or negotiations, we must concentrate our communication on no more than three distinct points. This allows us to cut out any necessary detail.
Often in high-stakes communication, there can be a tendency to over-speak, often out of nervousness. Do not fall into this trap. Overspeaking communicates weakness, a lack of surety, and uncertainty. So, keep it brief, anywhere from one to three points.
Again, if we use our example with our potential client. Limit your meeting to three key points, as an example:
- Based on all you’ve shared with me, this is what we believe will be the most effective solution for you.
- Here are the top 3 reasons why we believe this to be so.
- And as an act of goodwill, we have also included (insert the blank).
Then ask your potential client what their thoughts are. Simple. Effective. Clean.
Strategic Component Number Three) Always Conduct A Pre-Mortem
Many businesses will engage in a post-mortem after the completion of a big project. For those reading who may not be aware, a post-mortem is essentially a meeting that takes place after the completion of a big company project whereby the project is reviewed in terms of how well it was executed, what went well, what didn’t, and what we could do better next time. However, I have found that a pre-mortem is a far more effective practice.
A pre-mortem is a process of asking all the same questions but before a project. So, in the context of your next upcoming meeting. Ask the following three questions:
- If this meeting was a complete disaster, what are all the reasons that could happen?
- What about this meeting have I not yet anticipated?
- What personal weaknesses of mine may show up during this meeting that I need to be aware of?
This last question is the most important. By taking complete accountability, this meeting is fully in your hands. By asking these questions ahead of time, we ensure that all aspects of our upcoming meeting are completely covered off, creating deeply comprehensive preparation.
In conclusion, we know our strategic outcome, we know our strategy and we are fully prepared in case of any unanticipated surprises.
You’ve now got this.
If you require deeper preparation, reach out to me for a complimentary 30-minute conversation.
Max. Career Coach.
